1. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process Goals, Agent / Broker Targets, Contact Strategy Sales Call / Contact Reluctance Agent / Broker Contact Prospect Qualification Proposal, Presentation, Close

2. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process INSCO Sales & Profit Goals INSCO Sales & Profit Goals Target Agents / Brokers Target Agents / Brokers Target Research & Verify Target Research & Verify Establish Contact Strategy Establish Contact Strategy

3. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process INSCO Sales & Profit Goals INSCO Sales & Profit Goals Target Agents / Brokers Target Agents / Brokers Target Research & Verify Target Research & Verify Establish Contact Strategy Establish Contact Strategy Make Telephone / Face-to-face Appointment Make Telephone / Face-to-face Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance Establish Appointment / Contact Aims Establish Appointment / Contact Aims

4. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process INSCO Sales & Profit Goals INSCO Sales & Profit Goals Target Agents / Brokers Target Agents / Brokers Target Research & Verify Target Research & Verify Establish Contact Strategy Establish Contact Strategy Confirm Appointment Objectives & Rehearse Confirm Appointment Objectives & Rehearse Make Telephone / Face-to-face Appointment Make Telephone / Face-to-face Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance Establish Appointment / Contact Aims Establish Appointment / Contact Aims Are There Qualified New Business Opportunities? Are There Qualified New Business Opportunities? N N Y Y

5. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process INSCO Sales & Profit Goals INSCO Sales & Profit Goals Target Agents / Brokers Target Agents / Brokers Target Research & Verify Target Research & Verify Establish Contact Strategy Establish Contact Strategy Confirm Appointment Objectives & Rehearse Confirm Appointment Objectives & Rehearse Make Telephone / Face-to-face Appointment Make Telephone / Face-to-face Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance Establish Appointment / Contact Aims Establish Appointment / Contact Aims Are There Qualified New Business Opportunities? Are There Qualified New Business Opportunities? N N Y Y Submissions to INSCO Submissions to INSCO Measure YTD Submissions & Monitor Agent/Broker Trends Measure YTD Submissions & Monitor Agent/Broker Trends Course Correction Course Correction Proposal Delivered To Agent/Broker Proposal Delivered To Agent/Broker Agent Presentation to Prospect Agent Presentation to Prospect Prospect Makes Decision Prospect Makes Decision Yes to INSCO! Yes to INSCO! Measure YTD Premium & Monitor Agent/Broker Trends Measure YTD Premium & Monitor Agent/Broker Trends Course Correction Course Correction INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up

6. Copyright ©Redmond Group, Inc. 2011 Insurance Company Sales Process INSCO Sales & Profit Goals INSCO Sales & Profit Goals Target Agents / Brokers Target Agents / Brokers Target Research & Verify Target Research & Verify Establish Contact Strategy Establish Contact Strategy Confirm Appointment Objectives & Rehearse Confirm Appointment Objectives & Rehearse Make Telephone / Face-to-face Appointment Make Telephone / Face-to-face Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance Establish Appointment / Contact Aims Establish Appointment / Contact Aims Are There Qualified New Business Opportunities? Are There Qualified New Business Opportunities? N N Y Y Submissions to INSCO Submissions to INSCO Measure YTD Submissions & Monitor Agent/Broker Trends Measure YTD Submissions & Monitor Agent/Broker Trends Course Correction Course Correction Proposal Delivered To Agent/Broker Proposal Delivered To Agent/Broker Agent Presentation to Prospect Agent Presentation to Prospect Prospect Makes Decision Prospect Makes Decision NO to INSCO! NO to INSCO! INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up INSCO Follow - up